Senior Account Executive, Strategic, Federal Job at Docker

Job Description

At Docker, we make app development easier so developers can focus on what matters. Our remote-first team spans the globe, united by a passion for innovation and great developer experiences. With over 20 million monthly users and 20 billion image pulls, Docker is the #1 tool for building, sharing, and running apps—trusted by startups and Fortune 100s alike. We’re growing fast and just getting started. Come join us for a whale of a ride! The Senior Account Executive, Strategic, Federal is responsible for managing and expanding relationships with key strategic accounts. This role involves a deep understanding of the client's business, the ability to develop strategic plans to increase revenue, and ensuring client satisfaction through excellent service. The ideal candidate will have a proven track record in sales, exceptional communication skills, and the ability to navigate complex negotiations.

Job Responsibility

Client Relationship Management: Build and maintain strong, long-lasting customer relationships with strategic clients. Act as the main point of contact and advocate for client needs within the company
Strategic Business Planning: Develop a thorough understanding of key client needs and requirements. Work closely with clients to devise and implement strategic plans that align with their business goals and drive mutual growth
Sales Targets: Achieve and exceed sales quotas within assigned portfolio by identifying and closing business opportunities
Market Analysis: Conduct research and analysis to understand industry trends, competitive landscape, and client feedback to inform strategic planning and identify new business opportunities
Collaboration: with cross-functional teams (including marketing, product development, and customer service) to ensure a cohesive and comprehensive approach to market
Reporting and Forecasting: Provide accurate forecasts and track key account metrics. Report on the status of accounts and transactions, and monitor sales performance against goals
Contract Negotiation: Lead contract negotiations, ensuring favorable terms for both the client and the company

Requirements

5+ years experience selling to large, complex F100 businesses, demonstrating a successful track record of meeting or exceeding targets, preferably in a similar industry or role
3+ years of selling experience to the federal government
Demonstrated ability to communicate, present, and influence credibly and effectively at all levels of the organization, including executive and C-level
Experience delivering client-focused solutions to customer needs
Proven ability to manage multiple account management projects at a time while maintaining sharp attention to detail
Excellent listening, negotiation, and presentation abilities
Strong verbal and written communication skills

Nice to have

Above and beyond: Trained in Command of the Message and MEDDPICC

What we offer

Freedom & flexibility
fit your work around your life
Designated quarterly Whaleness Days plus end of year Whaleness break
Home office setup
we want you comfortable while you work
16 weeks of paid Parental leave
Technology stipend equivalent to $100 net/month
PTO plan that encourages you to take time to do the things you enjoy
Training stipend for conferences, courses and classes
Equity
we are a growing start-up and want all employees to have a share in the success of the company
Docker Swag
Medical benefits, retirement and holidays vary by country
Remote-first culture, with offices in Seattle and Paris

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